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1 why networking doesn't work 2 why do people find networking valuable? 3 how do i get in front of the right people? 4 how do i choose a networking event? 5 how do i get the most out of networking meeting? 6 how do i build my network? 7 how do you answer the question what do you? 8 how do you tell a good stiory? 9 how do you get the most out of networking? 10 how do i build trust within my network? 11 how do i follow up? 12 how do i get the best from 121 meetings? 13 how do i get people to refer me? 14 how do i manage my network? 15 how do i nurture my network? 16 how do i build advocates?
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Business Networking Blog

Networking with Decision Makers
"I need to be networking with decision makers and budget holders" or something similar is a phrase I hear often. It is often a result of a misconceived idea about networking. The idea that networking is about finding a room full of prospects, exchanging business cards then moving on to the next. That is not networking, it is selling.

Business networking is about building relationships with your peers so that over time you help, support and introduce each other to opportunities to sell your services. Over time you build trust through a series of exchanges or networking transactions. The people you meet in business networking are decision makers and the route to those budget holders you want to meet. They are constantly making decisions about whether they like you, trust you and are prepared to refer you.

The quickest way to get them to make a negative decision is to constantly sell to them. In short, as I have said and written before, networking is not selling!

Good Networking!
Dave Clarke
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Business Networking Blog > Posted by Dave Clarke at 8:10:00, 11 Dec 09
Tags: Like,Business Networking,How Networking Works,Know,Business Networking Techniques,Networking Transactions,Trust,Selling
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Survival of the kindest
On his blog this morning Internet Psychologist Graham Jones poses the question "which kind of people do you like the most? Those who divide and rule, or those who are less selfish and try to help others?".

He asks this in his article, Helping others online could boost your business, which is well worth a read. He writes about recent research from the University of California at Berkeley which suggests that the helpful, altruistic individuals around us are the ones that are doing best in our modern society. The article referred to by Graham is entitled Social scientists build case for 'survival of the kindest'. The article includes this

"In a wide range of studies, social scientists are amassing a growing body of evidence to show we are evolving to become more compassionate and collaborative in our quest to survive and thrive."

Good to see some solid academic research into the whole ethos of how networking works. As we know the more you help others the greater your chances of success.

Good Networking!
Dave Clarke
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Business Networking Blog > Posted by Dave Clarke at 10:29:00, 10 Dec 09
Tags: Like,Business Networking,How Networking Works,Know,Research,Psychology,Collaboration
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Networking and starting a new business
Someone said to me yesterday, "there are a lot of people starting new businesses so where you advise them to start networking?"

My advice was that they should start by listing all the people they already know. They will already have trusted relationships amongst their existing social and work contacts. They should make contact with those people and re-establish those relationships if necessary. They will then be able to identify any gaps in their network and where they need to start addressing those.

In this podcast, 'How to start building your network', I talk about how to identify the people already in your network. Listen here:

Good Networking!
Dave Clarke
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Business Networking Blog > Posted by Dave Clarke at 8:08:00, 09 Dec 09
Tags: Business Networking,How Networking Works,Trust
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Are you willing to share?
In a meeting yesterday with a couple of people who run mastermind groups we were discussing the attributes of people who are successful in those groups. First and foremost they need to be open minded and keen to grow. They also need to be willing to share, learn, contribute, take responsibility and apply what they learn.

Very similar attributes to the people that are successful in networking. They are also willing to share, learn, contribute, take responsibility and apply what they learn.

They share their knowledge and contacts and learn all they can about those they meet and their needs. They contribute fully to the groups they belong to and take responsibility by providing leadership and inviting others. They apply what they learn about the others by connecting them to the things and people they need to succeed.

All that motivates others to do it for them too.

Good Networking!
Dave Clarke
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Business Networking Blog > Posted by Dave Clarke at 11:39:00, 08 Dec 09
Tags: Mastermind,Business Networking,Business Networking Techniques,Business Networking Groups
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Building friendships that will lead to business
I was chatting on Friday with someone about my last blog post, Should you join that networking group? She agreed with the view that you need to like the people when joining a networking group.

She said that she also looked for groups with professionals from similar backgrounds to hers and who operate in similar markets. She is not looking to just make friends, but build her business along the way.

It struck me that 'building friendships that will lead to business' is a pretty good definition of the process of business networking in a group.

Good Networking!
Dave Clarke
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Business Networking Blog > Posted by Dave Clarke at 8:12:00, 07 Dec 09
Tags: Business Networking,How Networking Works,Business Networking Groups
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Should you join that networking group?
At the end of a recent event a visitor said to me "do you think I should join this group". I replied that I was biased, but could he answer yes to the following 3 questions.

1. Do you like the people in the group?
2. Over time could you introduce them to your trusted contacts?
3. Do you have the time in your diary for attending the events and following up?

He asked why those questions and I said, "Unless you like the people you are not likely to make the effort. If you can make introductions for the others then it is likely they can do the same for you. Finally, you need to have the time to invest in building relationships."

He smiled and asked for an application form.

Good Networking!
Dave Clarke
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Business Networking Blog > Posted by Dave Clarke at 8:08:00, 04 Dec 09
Tags: Business Networking,Business Networking Groups,Networking Relationships,Time Management
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The Not So New Rules Of Networking
Yesterday I wrote about the New Rules of Networking. Of course this is not new as I was reminded by this quote from Ralph Waldo Emerson is his Essays on Compensation nearly 170 years ago!

"It is one of the most beautiful compensations of life, that no man can sincerely try to help another without helping himself."

Good Networking!
Dave Clarke
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Business Networking Blog > Posted by Dave Clarke at 8:08:00, 03 Dec 09
Tags: Business Networking,How Networking Works
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The New Rules Of Networking
I found some great advice from Paul Simon in this blog, The New Rules Of Networking.

"Not too long ago, networking consisted of walking into a huge meeting room at your local hotel or a large business site and handing out business cards to as many people as you could. Now that is all but ancient history. Networking today can build your sales, but only if you heed the new rules.

Successful networking nowadays means toting along a sincere interest in helping others instead of a box of cards and brochures, shelving your selling fervor in favor of making genuine acquaintances, and recognizing that creating reciprocal relationships will pay off much greater in the long run than any possible quick sale.
"

Good Networking!
Dave Clarke
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Business Networking Blog > Posted by Dave Clarke at 9:00:00, 02 Dec 09
Tags: Business Networking,How Networking Works
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Social, Learning & Business
At a recent networking meeting the discussion turned to why people were networking. The consensus was that it was about business, but it was important to build relationships first.

One of the members said for him it was social first, learning second and then business. He drew this picture to demonstrate.

















He explained it further by saying,  "firstly it's social as it can be lonely working in a small business so it's great to meet other relevant professionals. Secondly it is important to learn new things from your peers. Then as you get to know, like and trust the others a natural consequence is business."

It reminded me of a quote from someone at a networking seminar a couple of years ago when I asked what networking was to him and he said, "Networking is about making friends you can do Business with".


The key point is that it is the relationship first and business follows.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

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Business Networking Blog > Posted by Dave Clarke at 9:02:00, 01 Dec 09
Tags: Like,Social Networking,Business Networking,How Networking Works,Know,Business Networking Techniques,Trust,Learning
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Do you get networking?
I was chatting with a couple of people yesterday after a networking meeting that I facilitated. One of the people said, "The great thing about this group is that all the people get it"

I asked what he meant by 'get it' and he said "They are a likeable, intelligent and friendly bunch with solid businesses. Everyone is there to help the others achieve their business goals first and foremost. They are relaxed, not desperate and not selling to each other."

A wonderful summary of the attributes of great networkers!

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

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Business Networking Blog > Posted by Dave Clarke at 15:13:00, 27 Nov 09
Tags: Business Networking,How Networking Works,Business Networking Groups
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